Active listening is a crucial skill for effective leadership and has been recognised by scientists as a powerful communication tool for persuasion. Have you ever wondered how it works and how you can use it to your advantage? In this persuasion tip, we will dive deeper into the science of active listening and its impact on persuasion.
A study conducted by Japanese researchers in 2014 used functional MRI scans to examine the brain activity of participants during one-on-one conversations, presentations and meetings. The researchers discovered that when someone actively listens to you, the ventral striatum in your brain is activated. This region, also known as the “reward center”, is associated with feelings of pleasure and reward. Interestingly, it is also triggered when you receive money from the tax department or energy company.
Furthermore, the study found that the anterior right insula, responsible for (re)interpreting positive emotions, is also activated when someone actively listens to you. This means that when you notice someone is actively listening to you, they are more likely to form a positive association with you, which in turn makes them more receptive to your ideas.
How do you actively listen to the other person?
To actively listen to someone, it is essential to not only understand their message but also their underlying emotions. The founders of active listening, Carl Rogers and Richard Farson, outlined three ways to achieve this:
- Listen for the total meaning: Pay close attention to both the content and the emotions behind the words.
- Respond to feelings: Acknowledge the emotions expressed by the other person. This demonstrates that you understand the emotional context of their message.
- Pick up all signals: Non-verbal behaviour can convey just as much meaning as words. Pay attention to non-verbal cues to better understand the person’s message.
Remember that effective communication involves more than just listening to the spoken words. It is important to actively engage with the other person and be attentive to their emotions and non-verbal cues.
[1] H. Kawamichi, et al. (2014): Perceiving active listening activates the reward system and improves the impression of relevant experiences, Social Neuroscience, DOI: 10.1080/17470919.2014.954732
